Is there a case to be made for having a separate sales force just for new products? I would say that for me personally, that was one of the biggest sort of revelations of doing this research. They were fine with that, but when you looked at the other aspects of the sale, like do they have enough market awareness? In in California, a group of engineers and executives from Apple led by Steve Jobs visited a research and development lab run by Xerox, the company better known for its office copiers. The research and development part of the organization was world-class, and the sales organization was world-class. You already know how to sell it. They do a decent job there. I have to anticipate changes in the power structure of the buying organization.
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